Enterprise Sales Executive, AI Solutions - US-Based at Toptal in United States

Job description

• As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our AI Solutions business. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation.
• You will develop tailored solutions that help clients move from AI strategy and experimentation into production, combining Toptal’s capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to achieve measurable business outcomes.
• This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who have successfully sold enterprise AI solutions and are passionate about building a book of business from the ground up, forging executive relationships, and creating long-term client value. Success in this role is measured by your ability to convert new enterprise relationships into durable revenue and establish Toptal as a core AI services provider embedded in your clients’ most critical initiatives.
• Enterprise AI has shifted rapidly from experimentation to execution. Companies are investing in models, agents, AI platforms, data infrastructure, and AI-enabled applications, but many are struggling to translate those investments into production systems and measurable business outcomes.
• The challenge is no longer simply selecting an AI model or platform. Enterprises must identify the right workflows, connect AI to their proprietary data and knowledge, integrate existing systems, build and deploy agents and applications, establish evaluation and control frameworks, drive adoption, and continuously operate and improve AI in production.
• Toptal brings together world-class AI and domain talent, forward-deployed solution delivery, AI platforms and capabilities, strategic technology partners, expert-in-the-loop operations, and managed services to help enterprises move from AI promise to production.
• This role exists to convert that market opportunity into new enterprise relationships and position Toptal as a strategic partner for companies deploying AI across their organizations.
• This is a remote position with significant client-facing fieldwork across the US. Applicants who reside within commutable distance of a major metropolitan area are strongly preferred. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.

Responsibilities

• The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.
• You will be responsible for building a targeted portfolio of accounts via identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time.
• Net new accounts may begin with a specific AI initiative, workflow, platform implementation, or business problem requiring a disciplined approach to defining the opportunity and matching the right Toptal capabilities to the client’s needs. As relationships mature, accounts become more complex, with deeper engagement across multiple business units, workflows, technology platforms, and senior executive relationships.
• These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, understanding the client’s AI and technology environment, aligning solutions to evolving business objectives, and demonstrating credibility at the C-suite level. Success will require the ability to adapt your engagement style to the maturity and complexity of each account while consistently driving measurable client value and long-term growth.
• Own and build a portfolio of enterprise AI accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes.
• Prospect, pitch, negotiate, and close new opportunities in close partnership with our Sales Development Representatives (SDRs), while expanding the relationships you establish.
• Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning.
• Lead AI solution development and deal execution in partnership with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams.
• Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature.
• Shape AI solutions that apply Toptal’s capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to clients’ most important business and operating challenges.
• Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making.
• Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment.

Requirements

• Bachelor’s degree is required.
• 7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with a strong foundation in enterprise account development and complex solution selling.
• Direct experience selling enterprise AI solutions is required, ideally including forward-deployed AI solutions, AI software or platforms, AI consulting and professional services, or managed AI services.
• Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients.
• Demonstrated success building a book of business from the ground up, i.e. self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio.
• Proven track record managing a $5M+ annualized gross portfolio and closing $250K-$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue.
• Must be comfortable engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape.
• A well-rounded understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations.
• Ability to have informed discussions about how AI moves from strategy and experimentation into real enterprise workflows and production environments, including the importance of context, data, integration, validation, governance, adoption, and ongoing operations.
• Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms, and the ability to work in a platform-flexible environment across client technology ecosystems.
• Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models.
• Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.
• Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team.
• Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.
• Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success.
• Willingness and ability to travel to client sites, conferences, and team events (up to 25%).
• Passion for solving client problems with creativity and urgency.
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
• Outstanding written and verbal communication skills.
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
• You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.

Skills

Required

• Enterprise AI solutions selling
• Consultative selling
• Complex solution selling
• Account development
• Prospecting and self-sourcing
• Negotiation
• C-level executive engagement
• Account planning and pipeline management
• Negotiating service agreements
• Cross-functional partnership
• Travel willingness (up to 25%)
• Written and verbal communication

Benefits

• Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.
• This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.